In this episode of Enterprise Sales Development podcast, we speak with Kevin “KD” Dorsey, Practice Lead for Revenue Leadership at Winning by Design. As one of the leading voices in the sales development space, KD shares a lot of insights including the 8 Mile method, based on the 2002 film starring Eminem. He also talks about the questions SDRs should ask to drive the conversation, including the bucket question. Listen for KD’s six questions to help develop messaging that sticks.
WHAT YOU’LL LEARN
KD’s philosophies around prospecting and SDR/BDR teams when he’s engaging with clients
The 8 Mile method and how it can help with messaging
What questions SDRs can ask to drive the conversation, including the bucket question
Using answer and ask to take control of the conversation
Six questions KD asks to build his scripting and messaging
QUOTES
“If I look at where a lot of companies struggle when it comes to their prospecting and pipeline generation is the messaging is way too product focused and way too company focused versus problem and persona focused.” -Kevin Dorsey [02:51]
“On your cold call, y’all, if there’s any objection you’re getting regularly, you 8 Mile it.” -Kevin Dorsey [16:22]
“It’s easier to get the yes and work backwards.” -Kevin Dorsey [30:47]
“The point we’re making here, y’all: Know your data.” -Kevin Dorsey [35:04]
“People cannot relate with the end result. They can only relate with the beginning.” -Kevin Dorsey [39:07]
TIMESTAMPS
[00:00] Intro
[00:24] This week’s guest: Kevin Dorsey
[02:13] KD’s philosophies
[07:04] Sales as a vocational study
[09:46] 80/20 Rule
[13:05] The 8 Mile method
[20:53] Answer and ask
[29:13] “When is your next opening?”
[37:19] The idea of social proof
[40:44] Six questions for messaging
[45:08] KD the Doru
[46:22] How to contact KD
RESOURCES
80-20 Rule
8 Mile
Reinvent Yourself by James Altucher
How To Get An MBA From Eminem by James Altucher
The Ultimate Influence Program
Tony Robbins
Influence: The Psychology of Persuasion by Robert Cialdini
CONNECT
Kevin Dorsey on LinkedIn
Live Better. Sell Better. Podcast
Kevin Dorsey on Patreon
Winning by Design website
CIENCE website
CIENCE on LinkedIn
CIENCE on Facebook
CIENCE on Twitter
CIENCE on Instagram
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